There are many companies that can argue they have multiple stakeholders. Whether a stakeholder is an individual or an entire organization, each has its own wants and needs. In the case of the staffing franchise, there are at least two broad sets of stakeholders: job seekers and companies with personnel needs. A staffing franchise must establish and maintain a rapport with these two audiences. It’s a delicate balancing act.
The Importance of Rapport
Recently, we were reading an article about how companies build relationships before they actually close the deal. Forbes.com contributor Larry Myler recommends the following: A company should give value before it expects to receive value. This is based on a concept from the book Influence (2006). When you provide the value first, whether it’s for the job seeker or the employer, then you create a sense of obligation. The other party feels more inclined to feel the need to reciprocate, or to follow up in a similar fashion. This can result in a job placement, or whatever transaction you’re working on, finishing smoothly, especially because your staffing franchise has already gone the extra mile. You make it hard for the client to say no.
Provide a Contrast
Myler also recommends that you provide prospective clients with a contrast. Set your business apart. Show what your company has to offer. This could include a demonstration or providing a copy of a factual business case. You can make it easy for potential clients to review samples of your past placements at their convenience. You may also pitch your achievements through various marketing and advertising activities, but not every potential client will become an instant follower. For example, you’re contacted by a company with hiring needs, but their head HR person is not sure if she wants to take a chance on your new staffing franchise. This is a great opportunity for a business lunch. Sit down with that HR person in a neutral place and discuss how your company has helped other organizations with hiring needs.
Don’t Make the Hard-Sell
Every business relationship with employers and job seekers is subject to many factors. You may take that HR person to lunch, and she may end up choosing another staffing company. However, she might also send job seekers to your firm and recommend other organizations that have HR needs. You don’t always have to make the hard-sell. Focus on each client relationship because it is vital to business growth. Remember to always represent what your company offers with honesty and accuracy. You can build a rapport with each stakeholder and then follow through on each promise that you make. If you can’t meet an obligation, then you need to make it up to that stakeholder.
Starting a staffing franchise is a big challenge. You will establish your own company and then build relationships with recruiters and job seekers. You won’t be able to fill every client’s vacancy within the agreed deadline. You won’t place every candidate whom you interview into a vacancy. Instead, be realistic about how you can satisfy each stakeholder. As a staffing franchise owner, you will join a vast recruiting network. Your professional behavior will affect your business reputation. Your business will grow faster if you can deliver on promises and maintain rapport with multiple stakeholders.
We want to help you get started with owning a staffing franchise. For more details on the importance of rapport in client relationships, please contact us today.
